As Thomas described his firm's landscape maintenance program to the buyer for Allentown Medical Center, the buyer interrupted, "Your program sounds like a winner, but I'm not interested in doing business because start-up landscaping firms go in and out of business in just a few months." Thomas responded with, "I'm sorry but that simply is not true of our firm. We have been in the business for over 15 years." Thomas's response is an example of what method of responding to objections?
A)compensation
B)indirect denial
C)direct denial
D)referral
E)postpone

Question

Quizplus · Accepted Answer

Thomas's response is a direct denial, as he directly contradicts the buyer's objection with a clear statement of fact.

As Thomas Described His Firm's Landscape Maintenance Program to the Buyer